International Negotiations

Suggested answer

The key to this solution is to stop arguing about what each side wants, and to ask 

questions to find out why they want it. There are three general rules for negotiations that 

emerge from this story: firstly, ask, don’t argue. Secondly, focus on why, not what. Thirdly, 

sometimes a neutral third party can help a solution to be found.

8 

 1.23 

Trainees work in pairs to predict what the missing information might be. Then play 

the recording for trainees to complete the notes. They compare their answers in pairs before 

feeding back to the class. Refer them to the completed diagram in the key on page 68.

9 

Trainees discuss the question in pairs and then with the class.